Negotiation Theory and Research

Herausgeber: Thompson, Leigh L

• Broschiertes Buch

Produktbeschreibung

Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities

Produktdetails

• Verlag: Taylor & Francis
• Seitenzahl: 250
• Erscheinungstermin: 11. September 2014
• Englisch
• Abmessung: 226mm x 150mm x 15mm
• Gewicht: 340g
• ISBN-13: 9781138006089
• ISBN-10: 1138006084
• Artikelnr.: 40822292

Autorenporträt

Thompson, Leigh L.

Inhaltsangabe

Chapter 1: Negotiation: Overview of Theory and Research. Leigh Thompson.
Chapter 2: Bounded Awareness: Focusing Failures in Negotiation.
Max Bazerman & Dolly Chugh . Chapter 3: Social Cognition, Attribution, and
Perception in Negotiation: The Role of Uncertainty in Shaping Negotiation
Processes and Outcomes. Maggie A. Neale &Alison R. Fragale . Chapter 4:
Motive: The Negotiator's Raison d'être. Peter J. Carnevale & Carsten K.W.
DeDreu. Chapter 5: Learning to Negotiate: Novice and Experienced
Negotiators. Jeffrey Loewenstein & LeighThompson. Chapter 6: Bargaining
with Feeling: Emotionality In and Around Negotiation. Bruce Barry,Ingrid
Smithey Fulmer, & Nathan Goates . Chapter 7:Friends, Lovers, Colleagues,
Strangers Redux: Relationships and Negotiations in Context. Kathleen
L.McGinn . Chapter 8: Negotiation, Information Technology, and the Problem
of the Faceless Other. Janice Nadler & Donna Shestowsky. Chapter 9: A
Cultural Analysis of the Underlying Assumptions of Negotiation Theory.
Jeanne M. Brett & Michele Gelfand. Chapter 10: Gender in Negotiations: A
Motivated Social Cognitive Analysis. Laura Kray & Linda Babcock